Commercial Business Development Manager
FirstOnSite
Calgary, Alberta
19d ago

FirstOnSite Restoration has an immediate opening for a Commercial Business Development Manager in Calgary.

FirstOnSite Restoration is the largest independent disaster restoration company in Canada. We provide unsurpassed emergency response, restoration and reconstruction services to the insurance industry, residential, commercial and industrial customers.

With coast-to-coast coverage and 24 / 7 emergency service, we offer a wide range of services that remediate conditions caused by fires, floods, winds, mould, environmental hazards, accidents and other casualties at any type of facility.

Position Summary

The Business Development Manager for Commercial Property generates new sales revenue through direct contact with targeted accounts consisting of property management companies, property managers, corporate property risk managers, insurance brokers, , strata associations, municipal / government housing, healthcare and senior facilities, and other segments with higher probability for using FirstOnSite services.

An equally important function is to attract, develop, close, maintain and enhance programs for these clients through a disciplined call plan and identification of needs (i.

e., needs analyses). The incumbent must have meaningful contacts within the insurance, adjuster and broker market segments of the property loss industry.

Having sold services that complement property management needs (e.g., security systems, lighting and other product and services utilized by property managers is very desirable.

Knowledge of property restoration and commercial property management and knowledge of Greater and Vancouver and Fraser Valley markets are also desirable.

In the absence of these qualifications, the propensity to learn and cultivate sales skills in this area is required. The incumbent must also demonstrate creative drive, ambition and sustainable work habits to contact, engage, develop and close business with potential clients.

A purpose driven approach will enable this individual to work as a sole practitioner with the management skills to successfully deliver deals and measure and monitor delivery of the FirstOnSite service program so it complies with Key Performance Indicators of FirstOnSite and the client.

Key Responsibilities

  • Annual Sales Plan including Strategic and Tactical Dimensions
  • Creation of needs analyses and utilize strategic selling skills to profile the desired need-payoff for the segment and / or client
  • Report and work with the Sr. Vice President to develop an Annual Sales and Marketing Plan
  • Implement sales and marketing initiatives within the above markets
  • Utilize individual and team selling skills depending upon the opportunity, client and need.
  • Keep abreast of changes within the industry including customers and competition
  • Implement the Annual Sales and Marketing Plan within the approved budget
  • Develop and place marketing collateral and signage, etc. that will educate property managers and single tenants to contact FirstOnSite at time of loss to the exclusion of competitors
  • Targeting Accounts

  • Aggressively identify sales opportunities according to objectives and time frames outlined in the Annual Sales and Marketing Plan
  • Develop sales plans, which effectively drive client adoption by addressing buying needs and their decision-making processes
  • Develop a point of differentiation that uniquely appeals to prospects
  • Engage Branch personnel including Branch Managers, Project Managers and Operations specialists in the development and closing of accounts
  • Utilize methods to attract and cultivate the interest of potential accounts through lunch and learn events, technical presentations and team introductions
  • Maintain a measurably high volume of account closure
  • Existing Account Maintenance

  • Work with assigned existing accounts to identify new sales opportunities for cross-selling of FirstOnSite services to decision makers and influencers
  • Develop sales plans, which effectively develop solutions that create and promote the growth of claim volumes
  • Continually build relationships with the key buyer(s) and decision makers within potential and existing accounts
  • Recommend and introduce to accounts Project Managers approved by the Branch Managers
  • Work with peers and management to refer national opportunities to Regional Head Office and vice-versa
  • Develop and implement a client engagement strategy, which includes regular meetings and communication with all targeted clients
  • Ensure expectations of your assigned clients are communicated throughout the organization, and are satisfactorily met and exceeded
  • Activity Reporting & Field Communication

  • Actively participate as a member of the Regional Business Development Team.
  • Must document and demonstrate a high degree of sales activity and success in identifying, managing and closing key account opportunities
  • Utilize historical sales statistics to identify dormant clients that may respond to an improved proposition
  • Track claims statistics for all claims received as result of client development
  • Submit sales reports at the direction of management
  • Help maintain account program details and communicate these to management and operations
  • Measure performance of claims execution and institute corrective actions with Branches
  • Ensure accurate and timely reporting of all pertinent account information to the Branch Managers and SVP
  • Qualifications

  • High-gain listening
  • Critical thinking
  • High Accountability
  • Positive, possibilities-driven psyche
  • Company-before-self attitude
  • Collaborative style and excels in conscientious team environment
  • Reliable expectation setting
  • Superior direct sales skills including presentations to senior management
  • Strong client relationship, organizational & time management skills
  • Strong ability to develop and close client agreements
  • Disciplined and pays attention to detail
  • Analytical and effective problem solving skills
  • Superior written and verbal communication and presentation skills
  • Must work with minimal supervision
  • Ability to multi-task and adjust to multiple demands & shifting priorities
  • Important

  • Recommend innovative solutions for continuous process improvement and participate in ad hoc mandates pertaining to client services
  • Provides research, analysis & solutions directly linked to client issues and opportunities
  • Relationship builder - constructs, maintains, nourishes relationships with all stakeholders and creates an environment to sustain high motivation within team
  • Experience and Education :

  • Minimum five years’ work experience in insurance related field sales or business development role particularly selling intangibles including services
  • A working knowledge of property insurance, operating practices, brokers. Building construction or restoration knowledge is desirable
  • Well networked at the senior manager level of commercial property management firms, insurance claims departments, adjusters or strata management firms
  • University education with a marketing or business bias
  • CIP, RIBO, CRM or IICRC accreditation is very helpful but not critical
  • Strong knowledge as a user of Microsoft Office Suite, including PowerPoint and Excel
  • Why choose to be part of the FirstOnSite team?

  • Exceptional extended health plan including medical, dental and vision.
  • Employee Assistance Program
  • Educational assistance, professional development, and internal growth opportunities
  • Opportunity for National career movement
  • Healthy work / life balance
  • Interested candidates whose resume and cover letter best demonstrate how they meet the qualifications of the position will be contacted for an interview.

    Candidates must be able to provide a clear criminal background check to be eligible for hire.

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